Model N Announces First Quarter Fiscal Year 2020 Financial Results

SAN MATEO, Calif.–(BUSINESS WIRE)–Model N, Inc. (NYSE: MODN), the leading provider of cloud revenue management solutions for life sciences and high tech companies, today announced financial results for the first quarter fiscal year 2020 ended December 31, 2019.

“Our first quarter results exceeded our revenue and profitability guidance, and builds on the solid foundation we created over the course of fiscal year 2019,” said Jason Blessing, president and chief executive officer of Model N. “I’m very pleased with our commercial performance. It reflects the focus of our company, the continued maturation of our go-to-market and delivery teams, and emphasis on customer success. I believe our strong persistent execution sets us up well to deliver continued growth and profitability.”

Recent Highlights

Top Multinational Life Sciences Companies Complete Cloud Transition – Our success in life sciences continues to accelerate as Biogen and Novo Nordisk completed their transitions to Model N’s Revenue Cloud. Our cloud platform is designed to provide the agility to adapt quickly to new government regulations, the flexibility to launch new business units at scale, significantly enhanced performance levels due to cloud architecture and a lower total cost of ownership.

Multiple European Life Sciences Companies Go-live – During the quarter, we benefitted from a vibrant European market as life sciences companies Ferring International, Servier Monde, Mölnlycke Health Care went live with Global Tender Management and Global Pricing Management with multi-country roll-outs. The companies will use Model N’s products to help ensure regulatory compliance, pricing transparency and tendering excellence in the international markets.

Leading Global Generics and Specialty Branded Pharmaceutical Company Transitioning to Model N’s Revenue Cloud – A leading pharmaceutical company and long-time customer signed a deal to transition to Model N’s Revenue Cloud platform as part of its strategy to centralize and to unify its global enterprise using technology enhancements and productivity improvements.

Revenue Cloud Winter Release Delivers Innovation to Improve Channel Sales – High tech customers will benefit from machine learning which improves quoting and pricing across a broad and diverse set of channels. Life sciences customers will benefit from bots and other technologies that are designed to enhance the quality of their market access programs. The technology is designed to provide customers with enhanced levels of scale, speed and transparency.

First Quarter 2020 Financial Highlights

Revenues: Subscription revenues were $28.2 million, an increase of 12% from the first quarter of fiscal year 2019. Total revenues were $38.4 million, an increase of 9% from the first quarter of fiscal year 2019.

Gross Profit: Gross profit was $22.0 million, an increase of 19% from the first quarter of fiscal year 2019. Gross margin was 57% compared to 53% for the first quarter of fiscal year 2019. Non-GAAP gross profit was $23.5 million, an increase of 18% from the first quarter of fiscal year 2019. Non-GAAP gross margin was 61% compared to 57% for the first quarter of fiscal year 2019. Subscription gross margin was 69% compared to 65% for the first quarter of fiscal year 2019. Non-GAAP subscription gross margin was 72% compared to 69% for the first quarter of fiscal year 2019.

GAAP Loss and Non-GAAP Income from Operations: GAAP loss from operations was $(2.5) million, an improvement of 21% from the first quarter of fiscal year 2019. Non-GAAP income from operations was $4.6 million, an increase of 87% from the first quarter of fiscal year 2019.

Net Loss: GAAP net loss was $(3.0) million, an improvement of 37% from the first quarter of fiscal year 2019. GAAP basic and diluted net loss per share attributable to common stockholders was $(0.09) based upon weighted average shares outstanding of 33.1 million, as compared to net loss per share of $(0.15) for the first quarter of fiscal year 2019 based upon weighted average shares outstanding of 31.5 million.

Non-GAAP Net Income: Non-GAAP net income was $4.1 million, an increase of 379% from the first quarter of fiscal year 2019. Non-GAAP net income per diluted share was $0.12 based upon diluted weighted average shares outstanding of 34.6 million, as compared to non-GAAP net income per diluted share of $0.03 for the first quarter of fiscal year 2019 based upon diluted weighted average shares outstanding of 33.2 million.

Adjusted EBITDA: Adjusted EBITDA was $4.8 million, an increase of 64% from the first quarter of fiscal year 2019.

A reconciliation of GAAP to non-GAAP financial measures has been provided in the financial tables included in this press release.

Guidance

As of February 4, 2020, we are providing guidance for the second quarter of fiscal year 2020 and the full fiscal year ending September 30, 2020.

(in $ millions, except per share)

Second Quarter Fiscal 2020

Full Year Fiscal 2020

Total GAAP Revenues

38.8 – 39.2

154.0 – 156.0

Subscription

28.4 – 28.8

113.0 – 115.0

Non-GAAP income from operations

1.4 – 1.8

12.0 – 14.0

Non-GAAP net income per share

0.01 – 0.03

0.25 – 0.31

Adjusted EBITDA

1.8 – 2.2

13.0 – 15.0

Quarterly Results Conference Call

Model N will host a conference call today at 2:00 PM Pacific Time (5:00 PM Eastern Time) to review the company’s financial results for the first quarter fiscal year 2020 ended December 31, 2019. The conference call can be accessed by dialing 877-407-4018 from the United States or +1-201-689-8471 internationally with reference to the company name and conference title, and a live webcast and replay of the conference call can be accessed from the investor relations page of Model N’s website at investor.modeln.com. Following the completion of the call through 11:59 p.m. ET on February 18, 2020, a telephone replay will be available by dialing 844-512-2921 from the United States or +1-412-317-6671 internationally with recording access code 13697957.

About Model N

Model N is a leading provider of cloud revenue management solutions for life sciences and high tech companies. Our software helps companies drive mission-critical business processes such as pricing, quoting, contracting, regulatory compliance, rebates and incentives. With deep industry expertise, Model N supports the complex business needs of the world’s leading brands in pharmaceutical, medical technology, semiconductor, and high-tech manufacturing across more than 120 countries, including Johnson & Johnson, AstraZeneca, Novartis, Microchip Technology and ON Semiconductor. For more information, visit www.modeln.com.

Model N® is the registered trademark of Model N, Inc. Any other company names mentioned are the property of their respective owners and are mentioned for identification purposes only.

Forward-Looking Statements

This press release contains forward-looking statements including, among other things, statements regarding Model N’s second quarter and full year fiscal 2020 financial results, profitability and benefits from product enhancements. The words “believe,” “may,” “will,” “estimate,” “continue,” “anticipate,” “intend,” “expect,” and similar expressions are intended to identify forward-looking statements. These forward-looking statements are subject to risks, uncertainties, and assumptions. If the risks materialize or assumptions prove incorrect, actual results could differ materially from the results implied by these forward-looking statements. Risks include, but are not limited to: (i) delays in closing customer contracts; (ii) our ability to improve and sustain our sales execution; (iii) the timing of new orders and the associated revenue recognition; (iv) adverse changes in general economic or market conditions; (v) delays or reductions in information technology spending and resulting variability in customer orders from quarter to quarter; (vi) competitive factors, including but not limited to pricing pressures, industry consolidation, entry of new competitors and new applications and marketing initiatives by our competitors; (vii) our ability to manage our growth effectively; and (viii) acceptance of our applications and services by customers; (ix) success of new products; (x) the risk that the strategic initiatives that we may pursue will not result in significant future revenues; (xi) changes in health care regulation and policy and tax in the United States and worldwide; and (xii) our ability to retain customers. Further information on risks that could affect Model N’s results is included in our filings with the Securities and Exchange Commission (“SEC”), including our most recent quarterly report on Form 10-Q and our annual report on Form 10-K for the fiscal year ended September 30, 2019, and any current reports on Form 8-K that we may file from time to time. Should any of these risks or uncertainties materialize, actual results could differ materially from expectations. Model N assumes no obligation to, and does not currently intend to, update any such forward-looking statements after the date of this release.

Non-GAAP Financial Measures:

We have provided in this release financial information that has not been prepared in accordance with accounting standards generally accepted in the United States of America (“GAAP”). We use these non-GAAP financial measures internally in analyzing our financial results and believe they are useful to investors, as a supplement to GAAP measures, in evaluating our ongoing operational performance. We believe that the use of these non-GAAP financial measures provides an additional tool for investors to use in evaluating ongoing operating results and trends, and in comparing our financial results with other companies in our industry, many of which present similar non-GAAP financial measures to investors.

Non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of these non-GAAP financial measures to their most directly comparable GAAP financial measures below. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included below in this press release.

Our reported results include certain non-GAAP financial measures, including non-GAAP gross profit, non-GAAP gross margin, non-GAAP subscription gross margin, non-GAAP income (loss) from operations, non-GAAP net income (loss), non-GAAP net income (loss) per share, and adjusted EBITDA. Non-GAAP gross profit excludes stock-based compensation expenses, amortization of intangible assets, and deferred revenue adjustments as they are often excluded by other companies to help investors understand the operational performance of their business. Non-GAAP income (loss) from operations and non-GAAP net income (loss) exclude stock-based compensation expense, amortization of intangible assets, and deferred revenue adjustments. Additionally, stock-based compensation expense varies from period to period and from company to company due to such things as valuation methodologies and changes in stock price. Adjusted EBITDA is defined as net loss, adjusted for depreciation and amortization, stock-based compensation expense, acquisition & integration related expenses, deferred revenue adjustment, interest (income) expense, net, other (income) expenses, net, and provision for (benefit from) income taxes. Reconciliation tables are provided in this press release.

We have not reconciled guidance for non-GAAP financial measures to their most directly comparable GAAP measures because certain items that impact these measures are uncertain, out of our control and/or cannot be reasonably predicted or estimated, such as the difficulties of estimating certain items such as charges to stock-based compensation expense. Accordingly, a reconciliation of the non-GAAP financial measure guidance to the corresponding GAAP measures is not available without unreasonable effort.

Model N, Inc.

Condensed Consolidated Balance Sheets

(in thousands)

As of

December 31, 2019

As of

September 30, 2019

Assets

Current assets

Cash and cash equivalents

$

55,789

$

60,780

Accounts receivable, net

31,111

26,953

Prepaid expenses

1,840

2,776

Other current assets

5,818

4,039

Total current assets

94,558

94,548

Property and equipment, net

856

1,043

Operating lease right-of-use assets

5,940

—

Goodwill

39,283

39,283

Intangible assets, net

27,894

29,131

Other assets

5,321

5,588

Total assets

$

173,852

$

169,593

Liabilities and Stockholders’ Equity

Current liabilities

Accounts payable

$

2,439

$

2,302

Accrued employee compensation

9,779

19,906

Accrued liabilities

4,339

4,354

Operating lease liabilities, current portion

3,084

—

Deferred revenue, current portion

45,937

44,875

Long term debt, current portion

5,106

4,911

Total current liabilities

70,684

76,348

Long-term liabilities

Long term debt

39,286

39,371

Operating lease liabilities, less current portion

3,303

—

Other long-term liabilities

1,241

1,152

Total long-term liabilities

43,830

40,523

Total liabilities

114,514

116,871

Stockholders’ equity

Common stock

5

5

Preferred stock

—

—

Additional paid-in capital

275,866

266,295

Accumulated other comprehensive loss

(1,126

)

(1,169

)

Accumulated deficit

(215,407

)

(212,409

)

Total stockholders’ equity

59,338

52,722

Total liabilities and stockholders’ equity

$

173,852

$

169,593

Model N, Inc.

Condensed Consolidated Statements of Operations

(in thousands, except per share amounts)

Three Months Ended December 31,

2019

2018

Revenues

Subscription

$

28,182

$

25,202

Professional services

10,206

9,875

Total revenues

38,388

35,077

Cost of revenues

Subscription

8,710

8,738

Professional services

7,642

7,829

Total cost of revenues

16,352

16,567

Gross profit

22,036

18,510

Operating expenses

Research and development

8,516

7,412

Sales and marketing

9,013

8,052

General and administrative

6,965

6,156

Total operating expenses

24,494

21,620

Loss from operations

(2,458

)

(3,110

)

Interest expense, net

563

733

Other expenses (income), net

(12

)

285

Loss before income taxes

(3,009

)

(4,128

)

Provision for (benefit from) income taxes

(11

)

598

Net loss

$

(2,998

)

$

(4,726

)

Net loss per share:

Basic and diluted

$

(0.09

)

$

(0.15

)

Weighted average number of shares used in computing net loss per share:

Amortization of intangibles assets recorded in the statements of operations

Cost of revenues

Subscription

$

347

$

476

Professional services

—

—

Total amortization of intangibles assets in cost of revenue (b)

347

476

Operating expenses

Research and development

—

—

Sales and marketing

890

895

General and administrative

—

—

Total amortization of intangibles assets in operating expense (b)

890

895

Total amortization of intangibles assets (b)

$

1,237

$

1,371

Three Months Ended December 31,

2019

2018

Stock-based compensation recorded in the statements of operations

Cost of revenues

Subscription

$

522

$

460

Professional services

597

479

Total stock-based compensation in cost of revenue (a)

1,119

939

Operating expenses

Research and development

1,426

764

Sales and marketing

1,406

1,145

General and administrative

1,872

1,355

Total stock-based compensation in operating expense (a)

4,704

3,264

Total stock-based compensation (a)

$

5,823

$

4,203

Use of Non-GAAP Financial Measures

To supplement our condensed consolidated financial statements presented on a GAAP basis, Model N uses non-GAAP measures of adjusted EBITDA, gross profit, gross margin, income from operations, net income, weighted average shares outstanding and net income per share, which are adjusted to exclude stock-based compensation expense and amortization of intangible assets and include dilutive shares where applicable. We believe these adjustments are appropriate to enhance an overall understanding of our past financial performance and also our prospects for the future. These adjustments to our current period GAAP results are made with the intent of providing both management and investors a more complete understanding of Model N’s underlying operating results and trends and our marketplace performance. The non-GAAP results are an indication of our baseline performance that are considered by management for the purpose of making operational decisions. In addition, these non-GAAP results are the primary indicators management uses as a basis for our planning and forecasting of future periods. The presentation of this additional information is not meant to be considered in isolation or as a substitute for operating loss, net loss or basic and diluted net loss per share prepared in accordance with generally accepted accounting principles in the United States. Non-GAAP financial measures are not based on a comprehensive set of accounting rules or principles and are subject to limitations.

While a large component of our expenses incurred in certain periods, we believe investors may want to exclude the effects of these items in order to compare our financial performance with that of other companies and between time periods:

(a)

Stock-based compensation is a non-cash expense accounted for in accordance with FASB ASC Topic 718. Stock-based compensation is a non-cash item. We believe that the exclusion of stock-based compensation expense provides for a better comparison of our operating results to prior periods and to our peer companies.

(b)

Amortization of intangible assets resulted principally from acquisitions. Intangible asset amortization is a non-cash item. As such, we believe exclusion of these expenses provides for a better comparison of our operating results to prior periods and to our peer companies.